Role Title

Partner Development Manager

Reporting Structure

Partner Development Manager -> Regional Head -> Head SME -> Head Enterprise

Grade/Level

C

Designation

Manager

Job responsibility

The role is responsible for owning the channel map for the territory / region to meet the objective of the Value Business through channels
Ensuring qualification, appointment and on boarding of the Channel Partners
Monitoring Channel and FOS attrition and Performance
Formulating Monthly Business Planning with Partners along with PAM and or CH
Owning execution of the business plan along with cluster head and Sales Head
Driving the capability building plan with partners like training the channel partner and FOS
Driving the coverage programs like demand generation, customer focused programs, industry forum participations etc.
Ensuring Channel Policy Adherence & Process in the assigned territory
Monitoring partner health for allocated set of partners through regular reviews, timely claim submissions etc
Organizing R and R Events to recognize top FOS and Partners for the month

Key Result Areas

Ensuring Active Channel Partner Count as per Dimensioning

Channel Productivity

Timely payouts for LCM partners
Channel Partner Dialogue (% Adherence to CP Dialogue policy & meeting Channel upgrade)
Developing Key Functional Capabilities in identified Domains: -LI, L2 Certification Achievement as per PDM Dashboard
Facilitating Partners with TTL support functions for day to day operations

Key Customer

External

Channel Partners

Internal

Sales, Marketing, Product, CSO, Technology & BD, HR, Finance

Necessary

Preferred

Skills

Knowledge of IT / Telecom industry
Experience of working with channel partners is must
Knowledge about the regional IT / Telecom channel partners
Good Communication skills both verbal and written
Working knowledge of CRM tools like SFDC etc.

Qualification

Bachelors degree required

Preferably MBA

Overall Work Experience

7- 14 years of Experience in Enterprise and Channel Sales

Behavioural Attributes

Strong and innovative approach to problem solving and finding solutions
Flexible and proactive/self-motivated working style with strong personal ownership of problem resolution.
Strong execution ability

Partner Development Manager – Platinum